HBSD_0922

SEPTEMBER 2022 Volume 48 No. 8

The

TopProDealers 200 Inflation, consolidation, tariffs, uncertainty; these dealers have seen it all and are coming back for more.

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09.22 INDEPENDENT PROFILE

16 Got SWAG-bag fatigue?

Store owner rejuvenates in-store events.

PRODUCTS

22 Decking: Suppliers react to demand as big as the great outdoors.

30 The stain category: DIYers step up their coating game.

MARKET INSIGHTS

32 Top Women profile: Amy Bass Messersmith, chief people officer, Builders FirstSource

18

34 McGuckin Hardware retools its e-commerce business.

COVER STORY:

18 The Top 200 ProDealer Industry Scoreboard Ranking the leading lumber and building material dealers.

22

FROM THE EDITOR

NEWS & ANALYSIS

IN EVERY ISSUE

8 The Golden Hammer, with a golden heart

10 Orgill supply chain news

12 Product Knowledge

10 Poll results: These positions are hard to fill

14 News Map

12 Inflation Act vs. LBM Industry

42 Quikrete Industry Dashboard

12 HD vs. LOW, the rivalry watch

40 People in the news

Hardware + Building Supply Dealer (ISSN 2376-5852) is published monthly, except for July/August and November/December, which are double issues, by EnsembleIQ, 8550 W. Bryn Mawr Ave., Suite 200, Chicago, IL 60631. Subscription rate in the United States: $110 one year; $200 two year; $14 single issue copy; Canada and Mexico: $130 one year; $235 two year; $16 single issue copy; Foreign: $150 one year; $285 two year; $16 single issue copy; in all other countries (air mail only). Digital Subscription: $75 one year; $140 two year. Periodical postage paid at Chicago, IL., and additional mailing offices. POSTMASTER: Please send address changes to HBSD, Circulation Fulfillment Director, 8550 W. Bryn Mawr Ave., Suite 200, Chicago, IL 60631. Copyright © 2022 by EnsembleIQ. All rights reserved.

4

September 2022 HARDWARE + BUILDING SUPPLY DEALER

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Here's What's Online See more and share more when you follow us on Linkedin.

Join the movement HBSDealer’s Top Women in Hardware & Building Supply Awards event is coming to downtown Chicago Nov. 8-9. Find out more at HBSDTopWomen. com. And connect with the Top Women in Hardware & Building Supply page on Linkedin.

Go inside Ken’s New Jersey Garage HBSDealer’s homespun product-demonstration video series has amassed a respectable library of innovative products. Check it out at HBSDealer.com, or visit our HBSDealer YouTube page.

Made in USA: The E-Book Domestic manufacturing is in the news. Read all about it in the latest digital, interactive, educational HBSDealer E-Book.

Connect with us @HBSDealer

6

September 2022 HARDWARE + BUILDING SUPPLY DEALER

Read all about it in the E-Book series.

The new HBSDealer E-Book series delivers meaningful digital and actionable content.

Coming in October: The 2022 Decking E-Book. Visit HBSDealer.com/report

HBSDealer.com

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From the Editor Hardware + Building Supply Dealer An EnsembleIQ Publication 8550 W. Bryn Mawr Ave., Suite 200, Chicago, IL 60631 hbsdealer.com HBSDealer On The Web • HBSDealer Info Services

Hammers with Golden Hearts

SENIOR VICE PRESIDENT (HBSDealer, Drug Store News, Chain Store Age) John Kenlon, jkenlon@ensembleiq.com, 212-756-5238

Ken Clark Editor in Chief

W

e’re always impressed by this industry’s above-and-beyond enthusiasm for supporting causes — big and small —that mean so much to people. And we are honored to offer a stage to promote these good deeds from around the retail business.

HBSDealer will lift its iconic Golden Hammer Awards to new, community-focused and service-oriented heights in 2023.

The Golden Hammer Products and Purpose Awards will continue the tradition of recognizing best new products of the year, and for the first time will shine a golden spotlight on hardware and building supply dealers that give back to their communities and to society.

In addition to seeking nominations for best products introduced in 2022, HBSDealer is soliciting stories from hardware stores, home centers and prodealers of charitable giving, community-involvement and support for others in their time of need.

Striving to be innovative, and striving to make a difference are interconnected missions. And we intend to make those connections at the Golden Hammer Products and Purpose Awards.

Timed to coincide in Las Vegas with the trio of major shows—the International Builders’ Show, KBIS and the National Hardware Show—The Golden Hammer Products and Purpose Awards welcomes retailers, suppliers, distributors and anyone with a stake in the home improvement industry and the communities it serves.

LBM EDITOR Andy Carlo acarlo@ensembleiq.com, 845-891-5108

Golden Hammer judging for the “Product” category will be based on innovation, value and shelf appeal of products introduced in 2022. (Find out more at HBSDealer.com) In the “Purpose” category, large and small dealers are encouraged to share their stories of giving back or making a difference in the community. Whether it’s an effort to aid a single child or family in a time of need, or a multi-million-dollar fundraising effort, HBSDealer welcomes stories from the front lines of purpose-driven retailing.

HBSDealer editors will select and celebrate the best-of-the-best of these efforts during the live event. All Golden Hammer honorees will also be highlighted in the January issue of HBSDealer.

Everyone knows the Golden Hammer is an emblem of innovative products.

This year, we want to bring together the best of the best along with the golden hearts of the industry.

Tell us about your “Golden” deeds Has your home center, hardware store or lumberyard contributed to the community in a big or small way?

HBSDealer wants to know. Send us a note at news@hbsdealer.com.

Correction An article in the July August Issue of HBSDealer incorrectly included UFP Industries on the list of hardware and building supply dealers. HBSDealer regrets the error.

8

EDITOR IN CHIEF Ken Clark kclark@ensembleiq.com, 212-756-5139

September 2022 HARDWARE + BUILDING SUPPLY DEALER

HARDWARE EDITOR Tim Burke tburke@ensembleiq.com, 773-216-7880 ADVERTISING SALES

Midwest & Southeastern States ASSOCIATE PUBLISHER Amy Platter Grant agrant@ensembleiq.com, 773-294-8598 Northeast and Great Lakes States REGIONAL MANAGER Greg Cole gcole@ensembleiq.com, 317-775-2206 AUDIENCE

LIST RENTAL MeritDirect Marie Briganti 914-309-3378 SUBSCRIBER SERVICES/CUSTOMER CARE TOLL-FREE: 1-877-687-7321 FAX: 1-888-520-3608 contact@hbsdealer.com PRODUCTION/ART

DIRECTOR OF PRODUCTION Michael Kimpton mkimpton@ensembleiq.com, 647-557-5075 CREATIVE DIRECTOR Colette Magliaro cmagliaro@ensembleiq.com ART DIRECTOR Bill Antkowiak bantkowiak@ensembleiq.com TOP WOMEN IN HARDWARE & BUILDING SUPPLY NOV. 8-9 2022, CHICAGO, ILL. WWW.HBSDTOPWOMEN.COM CONTACT: AMY PLATTER GRANT agrant@ensembleiq.com, ASSOCIATE PUBLISHER EDITORIAL ADVISORY BOARD Levi Smith, CEO, Franklin Building Supply Cally Fromme, VP of communication and culture, Kodiak Building Partners Steve Sallah, CEO, LBM Advantage Wendy Whiteash, EVP of culture, US LBM Holdings Tom Cost, owner, Killingworth True Value Brad McDaniel, owner, McDaniel’s Do it Center Joe Kallen, CEO, Busy Beaver Building Centers Permissions: No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording, or information storage and retrieval system, without permission in writing from the publisher. For reprints, permissions and licensing, please contact Wright’s Media at ensembleiq@wrightsmedia.com or (877) 652-5295.

CORPORATE OFFICERS CHIEF EXECUTIVE OFFICER Jennifer Litterick CHIEF FINANCIAL OFFICER Jane Volland CHIEF HUMAN RESOURCES OFFICER Ann Jadown EXECUTIVE VICE PRESIDENT, CONTENT Joe Territo EXECUTIVE VICE PRESIDENT, OPERATIONS Derek Estey

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News + Analysis

Orgill takes stock of supply chain (with good news) An improved supply chain, fewer price change requests, and an additional live market in 2023: these were the basic bullet points of the State of Orgill webinar delivered by the Tennessee-based distributor’s CEO Boyden Moore.

Coinciding with Orgill’s online Fall Buying Event, Moore led off the update with good news on the supply chain front.

As demand moderated and vendors improved their performance, “We are beginning to see sustained improvement in our supply chain recovery,” he said.

Moore presented a chart showing anticipating an end-of-the-year service level above 85 percent, up from the July level of 79.3 percent. “This has been our number one focus and will remain so until we are fully recovered to our traditional standards of service level above 96 percent.”

FOLLOWING UP

Golden Hammer to strike in Las Vegas Innovation. Value. Shelf appeal.

Those are the judging criteria for the 2022 Golden Hammer awards. The nomination deadline has been set at Sept. 29, 2022. Winners will be highlighted in the print and digital pages of HBSDealer, as well as a event in Las Vegas during The Big Show (IBS, KBIS and NHS, details coming soon).

Find out more at HBSDealer.com.

corner has been turned.

“We are now seeing much lower numbers of price change requests—and some of these changes are now even decreasing prices,” Moore said.

Year to date in 2022, sales are up 10 percent. That growth surpasses the Census Bureaus’ growth figure for NAICS 444 retailers, which are up 6.2 percent from January through July.

Also, Orgill will add a live event to its market schedule, creating a calendar that includes four online buying events and two live events in 2023. For more, visit HBSDealer.com.

Orgill CEO Boyden Moore.

A second piece of good news came in the form of an update on price changes.

After managing through a period with an unprecedented level of price changes from vendors, the distributor feels that

Which hardware-and-building-supply position is most difficult to fill?

Here’s what a recent HBSDealer poll found about the areas of most resistance:

30%

Entry-level staff

24%

Driver

18%

Sales person

Location/ store manager

12%

Other

5%

Buyer/merchant

5%

Upper-management exec

4%

Information technology

The labor shortage is often cited as one of the major challenges facing the hardware and building supply industry. And with unemployment holding steady midway between 3 and 4 percent over the past several months, human resources departments are scrambling for prospects.

It’s happening across a variety of positions. And it’s happening across industries.

1%

Source: HBSDealer reader survey, n=151

10

September 2022 HARDWARE + BUILDING SUPPLY DEALER

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News + Analysis

Inflation Act vs. LBM Industry It passed. But the Inflation Reduction Act and its $430 billion in spending on healthcare, climate and energy failed to pass muster with the National Lumber and Building Material Dealers Association or the National Association of Home Builders.

While the legislation is aimed largely at climate change and corporate tax initiatives, the IRA includes multiple housing-related

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provisions to boost affordable green energy investments for communities. These range from: $2.15 billion to acquire and install low-embodied carbon materials and products for use in the construction or alteration of buildings under the jurisdiction of the General Services Administration; to a $2,000 per unit tax credit for consumer purchases and installation of wood and pellet stoves.

Both the NLBMDA and the NAHB opposed the act.

The NAHB’s Chairman Jerry Konter railed: “Not only does this legislation fail to ease any inflationary pressures on housing, arguably the nation’s No. 1 economic concern, it also contains several onerous provisions that will exacerbate the nation’s housing affordability crisis.”

Rivalry Watch: Home Depot vs. Lowe’s The three months of May, June and July were a period of intense corporate and financial angst. Bears were walking over the stock market, inflation was buzzing, and nobody really knew if America’s new national pastime of spending on home projects would last deep into the post pandemic.

At the top of the list of takeaways is the continuation of home improvement demand, especially for the pro market. Also observed was the trend of fewer transactions with higher tickets per transaction.

Powered by its mix of pro customers, Home Depot scored its sixth consecutive quarter of domestic comp-store-sales bragging rights over its blue rival. Home Depot also posted its single most successful quarter in the company’s history, with sales of $43.8 billion, and net earnings of $5.173 billion.

Lowe’s CEO Marvin Ellison described sales as disappointing. But Lowe’s came very close to achieving its own record-smashing quarter, but had to settle for a performance that achieved runner-up status, trailing only the second quarter of 2021 in terms of sales and earnings.

HD vs. LOW U.S. comps 40.0

Home Depot Lowe’s

30.0 20.0 10.0

5.2% 0.2%

0.0 -10.0

20Q2

20Q3

20Q4

21Q1

21Q2

21Q3

21Q4

22Q1

22Q2

Source: Company reports.

More numbers: At Lowe’s, comparable average ticket increased 6.1. percent, driven by pro sales and product inflation. Comp transactions declined 6.4 percent.

During the second quarter, Home Depot’s comp average ticket increased 9%, as comp transactions decreased 3.1%.

The Home Depot finished the quarter with 2,316 stores, unchanged from the first quarter.

Lowe’s finished the quarter with 1,969, down from 1,971 in the previous quarter.

See more at HBSDealer.com

12

September 2022 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com

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News Map: Openings, Closings & Acquisitions Illustration of retailers and dealers in various stages of coming and going. For more retail news, visit HBSDealer.com.

OPENING

14

CLOSING

ACQUISITION

COLORADO

MICHIGAN

VIRGINIA

Denver

Commerce Township

Bristol

Owner Andy Carlson is retiring after 16 years of operating Ace Hardware in the Baker neighborhood of Denver. Carlson told the Denver Post that rising crime factored in the decision to leave the business.

84 Lumber returned to the state of Michigan for the first time in years with the opening of a brand new facility about 40 miles north of Detroit. The 42,000 square foot facility includes an extensive warehouse with a large showroom.

Curt’s Ace Hardware opened here in the Euclid Village Shopping Center. The store is a new venture from grocery operator Food City.

Four more stores are in the works in the Western Virginia-Eastern Tennessee area.

MISSOURI

ALABAMA

SOUTH CAROLINA

Osage Beach

Huntsville

Easley

Nick’s True Value Hardware celebrated its grand opening here on Aug. 11. Serving the Lake of the Ozarks recreation area, the store offers core home improvement brands, boating and water sports products as well as a respectable grocery selection.

Lewter Hardware plans to close its doors on Oct. 8. The move comes shortly after the unexpected death of owner Donnie Lewter. The store has served the Huntsville area since 1928, over four generations of family ownership.

Dixie Lumber Company, a 79-yearold business near Greenville, S.C., was acquired by The Building Center, which has multiple operations throughout the Carolinas, including two truss plants and six lumberyards.

September 2022 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com

Independent Profile Patrick O'Neil (left) and Marty Rivera prepare smoked cream cheese at Fairfax Ace Hardware.

The Nose Always Knows Roll out the demo BBQ grill. Traeger, Big Green Egg, Weber or whatever you prefer.

Nothing attracts folks to your doors like tickled senses at the promise of something delectable. If you wisely include a BBQ component, be careful about overspending. Can you grill something creative and inexpensive like cookies, bread or a pretzel mix? Also, be aware of any local health department regulations that could prematurely extinguish your cookout.

Got SWAG-bag fatigue?

HERE’S HOW AN E XPERIENCED STORE OWNER REJUVENATED IN-STORE SPECIAL E VENTS.

By Craig Smith

I

have a confession to make. My guilty pandemic pleasure wasn’t just watching sales grow, but avoiding in-store special events. Forget about food and entertainment for Ladies Night. Away with the maddening process of begging vendors for Customer Appreciation Day goodies.

Heck, we didn’t even set up plastic blow mold tables for the annual Garage Sale. These events had become repetitive to execute and tedious to plan.

We carefully measured them with KPIs like customer counts, sales and profit dollars, expenditures, year-over-year comparisons, etc.

It was all business and no pleasure. After considerable reflection, it was time for a change.

Events don’t have to be a chore or a bore. There’s never been a more important time for an experiential retailer like you to differentiate through special events.

Perhaps most importantly, they’ve proven to bring your customers back.

Lauren Pearson, a marketing manager with Ace Hardware explains, “Customers who attend an in-store event are more likely to return within the next 90 days and make a purchase, compared to those who do not.”

Aside from old standbys like demos and discounts, here are tips to make your next event one to remember.

Mark Your Calendars Decide on event themes, dates and times early. Get them on a shared calendar — even creating Facebook event pages for each with just basic information is a great start. Bonus points awarded for doing this a full year in advance.

Time to Marinate Meet early and often to shape your events. Involve your staff heavily — empower them to design, execute and feel invested. Designate an event captain to run it in person. While events are for our customers, your team will benefit greatly from the excitement and positive energy they create.

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September 2022 HARDWARE + BUILDING SUPPLY DEALER

Give it Away, Give it Away Now Involving a local charity will bolster your event and bring feel-good energy. It engages the community and helps those in need. Proven options include a register Round Up, raffle ticket sales for free vendor products, chocolate bar promos, and bag/bucket sales. Looking for free goods to raffle off? Speak to your vendor rep, explain your fundraising plan and you’ll likely be happy with what they supply. Additionally, an on-site charity representative makes a tremendous impact.

Dare to be different How can you surprise and delight without whipping out your store credit card?

A few suggestions: Live music is an attention getter and pleasurable shock to most folks. It could be a local high school jazz trio, live DJ or keyboardist—they all can bring enjoyment and elongate any visit.

Does anyone on staff DJ or play an instrument?

Is the local high school band willing to make a field trip? You might be surprised at what you learn. If the gig is a paid one, offer gift cards.

Regarding food, spice it up. Roll out your beloved popcorn cart, pop dozens of delicious bags and sprinkle them with selected BBQ spices you stock plenty of. Product synergy at work.

Kids are bored while adults browse. Moving beyond popcorn or lollipops, offer them an easy-to-pull-off activity. Coloring papers and having them sign their name is typically a hit.

Creating flowers out of paint color chips and stir sticks is another popular offering.

Craig Smith is the owner of Fairfax Ace Hardware in Fairfax, Virginia. He is a member of the Ace Hardware national marketing Retailer Input Team and Retailer Group Leader for the Washington, D.C. region.

HBSDealer.com

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COVER F E ATURE

ROUGHER ROADS AHEAD It’s a numbers game for leading LBM dealers By HBSDealer Staff

S

ales were strong for prodealers in 2021 as they continued to ride a surge in the housing and remodeling markets.

In 2021, total housing starts jumped ahead 15.6% to 1.6 million total. Single-family starts climbed by 13.4% to a total of 1.12 million last year. At the same time, 2021 multifamily starts finished 22.1% above the prior year.

Despite supply chain issues and higher material costs, the housing market continued to move ahead of last year.

Builders FirstSource, the national’s largest prodealer, reported second quarter 2022 net sales increased 24.2% to $6.9 billion compared to sales of $5.6 billion in the second quarter for 2021. The increase included core organic sales growth of 12.2%.

Another industry titan, 84 Lumber, reached another new company milestone in 2021 with sales reaching nearly $9 billion.

Annual housing Starts

Multi-family

(Thousands)

Single-family

And remodeling might see signs of a slowdown, the forecast is for a sales increase over the next two years.

The Remodeling Futures Program at the Joint Center for Housing Studies (JCHS) of Harvard University, projects year-over-year gains in remodeling expenditures will rise 17.4% in 2022 and by 10.1% next year.

But on a year-over-year basis, inflation and housing affordability are likely to have a very big influence on sales gains for prodealers in 2022.

Although the Producer Price Index for softwood lumber increased 2.3% in July, lumber prices have fallen more than 28% on a year-to-date basis.

On a year-over-year basis, the cost of trucking and transporting materials has risen by as much as 25% in 2022.

At the same time inflation and rising mortgage rates have led to a slowdown in new home sales and housing starts in 2022.

Sales of new single-family houses in July 2022 fell 12.6% to a seasonally adjusted annual rate of 511,000. This is nearly 30% below the July 2021 estimate of 726,000.

Affordability issues are pushing potential home buyers out of the market, especially first-time buyers.

The average new home price shot up nearly 20% in July to $546,800 compared to the same period last year.

“The sharp drop in new home sales

1800 1600

473.8

1400 389.1 1200 397.3

1000

400

354.1

402.3 1127.2

355.4

990.5

307.3

800 600

392.3

374.1

245.3 178.2

535.3

617.6

647.9

714.5

781.5

848.9

875.8

887.7

2017

2018

2019

430.6

200 0

2011

2012

2013

2014

2015

2016

2020

ABOUT THE LIST The 2022 Top 200 Pro Dealer Industry Scoreboard tracks companies that sell lumber and building materials to homebuilders and contractors. To be included, the majority of a company’s sales must be to the pro customer, as opposed to the homeowner or DIY customer.

Information is gathered from several sources: corporate statements, published reports and interviews. HBSDealer also relies heavily on estimates, which are noted in the listings by an asterisk.

For the full list of 200, visit HBSDealer.com.

2021

Source: U.S. Census Bureau

18

September 2022 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com

is another clear indicator that housing is in a recession,” said Danushka Nanayakkara-Skillington, assistant vice president for forecasting and analysis at the National Association of Home Builders. “The combination of higher prices and increased interest rates are generating a notable slowing of the housing market.”

Housing starts for July 2022 decreased nearly 10% and were down more than 8% on a year-over-year basis. Single-family starts decreased 10.1% for the month and have retreated 18.5% from the July 2021 rate.

Rank

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20

Company Location of Headquarters

2021 $ Sales

Units

Builders FirstSource Dallas, Texas

19,893,856,000

565

ABC Supply Beloit, Wisc.

14,800,000,000

839

Ferguson (1) Newport News, Va.

10,028,480,000

1,470

US LBM Holdings Buffalo Grove, Ill.

9,220,000,000

441

84 Lumber Eighty Four, Pa.

7,900,000,000

272

Beacon Building Products Herndon, Va.

6,642,000,000

446

Fastenal Winnona, Minn.

6,010,900,000

3,209

SRS Distribution McKinney, Texas

5,400,000,000

595

GMS Tucker, Ga.

4,634,900,000

337

Floor & Decor Holdings Atlanta, Ga.

3,433,533,000

160

Foundation Building Materials* Tustin, Calif.

2,650,000,000

221

Carter Lumber Kent, Ohio

2,600,000,000

168

Kodiak Building Partners Denver, Colo.

2,500,000,000

95

Sutherland Lumber* Kansas City, Mo.

1,430,000,000

50

McCoy's Building Supply* San Marcos, Texas

1,425,000,000

92

Lansing Building Products* Richmond, Va.

1,325,000,000

114

Service Partners (TopBuild)* Daytona Beach, Fla.

1,270,000,000

155

LL Flooring Toano, Va.

1,152,344,000

424

Parr Lumber Hillsboro, Ore.

990,900,000

43

Foxworth-Galbraith Lumber Dallas, Texas

927,000,000

35

Home builder sentiment also continues to decline as buyer traffic has slowed. Builder confidence, as measured by the NAHB, has fallen for eight straight months as of August of this year. Affordability is the key issue, according to home builders.

And as of July of this year, the new home supply had swelled to nearly an 11-month supply meaning many new homes have been built but remain empty and unsold.

Rank

21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40

Company Location of Headquarters

2021 $ Sales

Units

Contractor's Warehouse Rosevillle, Calif.

845,000,000

14

Matheus Lumber Woodinville, Wash.

750,000,000

10

Professional Builders Supply Morrisville, N.C.

700,000,000

12

Ganahl Lumber Co. Anaheim, Calif.

666,700,000

10

Riverhead Building Supply* Calverton, N.Y.

555,000,000

19

CNRG Collierville, Tenn.

530,000,000

144

Mead Lumber Columbus, Neb.

462,500,000

48

Sunpro Corp.

Saint George, Utah

453,000,000

16

Shelter Products Portland, Ore.

437,000,000

5

Trussway Manufacturing Houston, Texas

400,100,000

7

R.P. Lumber Edwardsville, Ill.

390,000,000

107

Alpine Lumber* Westminster, Colo.

380,000,000

20

Franklin Building Supply Boise, Idaho

371,200,000

14

The Tile Shop Plymouth, Minn.

370,700,000

143

Hammond Lumber Belgrade, Maine

363,000,000

21

Mill Creek Lumber & Supply Tulsa, Okla.

362,000,000

26

Idaho Pacific Lumber Boise, Idaho

343,000,000

13

Drexel Building Supply Campellsport, Wis.

336,200,000

9

Stine Sulphur, La.

320,000,000

11

Reliable Wholesale Lumber Huntington Beach, Calif.

310,000,000

2

* Indicates data estimates HBSDealer.com

HARDWARE + BUILDING SUPPLY DEALER September 2022

19

COVER F E ATUR E

Rank

41 42 43 44 45 46 47 48 49 50 51 52 53 54 55 56 57 58 59 60 61 62 63 64 65 66 67 68 69 70

Company Location of Headquarters

2021 $ Sales

Units

E.C. Barton* Jonesboro, Ark.

296,000,000

112

Hancock Lumber Co. Casco, Maine

294,500,000

13

Curtis Lumber Ballston Spa, N.Y.

290,700,000

23

Stark Truss Canton, Ohio

279,900,000

14

Erie Materials Syracuse, N.Y.

268,900,000

10

Guy C. Lee Building Materials Smithfield, N.C.

254,000,000

8

Tibbetts Lumber St. Petersburg, Fla.

243,000,000

7

Ring's End* Darien, Conn.

240,000,000

20

Scherer Brothers Brooklyn Park, Minn.

230,000,000

5

Great Floors Coeur d'Alene, Idaho

227,000,000

21

LaValley/Middleton Building Supply Newport, N.H.

225,500,000

14

The Building Center Pineville, N.C.

221,700,000

7

Koopman Lumber Whitinsville, Mass.

216,000,000

10

Lezzer Lumber Curwensville, Pa.

214,200,000

15

HPM Building Supply Keaau, Hawaii

211,000,000

16

Friedman's Home Improvement Santa Rosa, Calif.

205,000,000

7

Western Building Center Kalispell, Mont.

205,000,000

15

Keim Lumber Charm, Ohio

204,700,000

2

Bliffert Lumber & Fuel Milwaukee, Wis.

201,100,000

8

M.G. Building Materials* San Antonio, Texas

200,000,000

12

Star Lumber Wichita, Kan.

191,900,000

7

Spahn & Rose Dubuque, Iowa

190,000,000

25

Burton Lumber* Salt Lake City, Utah

189,000,000

10

Bloedorn Lumber Torrington, Wyo.

185,000,000

25

McCray Lumber & Millwork Overland Park, Kan.

183,600,000

7

Kuiken Brothers* Fair Lawn, N.J.

180,000,000

9

Big C Lumber Granger, Ind.

176,800,000

18

Hayward Lumber Monteray, Calif.

175,000,000

13

Honsador Lumber Kapolei, Hawaii

169,200,000

17

Timberland Lumber Brazil, Ind.

167,200,000

3

Rank

71 72 73 74 75 76 77 78 79 80 81 82 83 84 85 86 87 88 89 90 91 92 93 94 95 96 97 98 99 100

Company Location of Headquarters

2021 $ Sales

Units

Jerry's Home Improvement* Eugene, Ore.

164,000,000

2

Buccheit* Perryville, Mo.

160,000,000

10

Central Valley Builders Supply Napa, Calif.

159,000,000

8

Belletetes Jaffrey, N.H.

155,500,000

9

TAL Holdings* Vancouver, Wash.

153,000,000

16

Harbin Lumber* Lavonia, Georgia

150,000,000

7

Erickson Companies* Chandler, Ariz.

149,000,000

4

Builders Warehouse Kearney, Neb.

146,800,000

7

T.H. Rogers Lumber Edmond, Okla.

141,000,000

39

Valu Home Centers Buffalo, N.Y.

140,000,000

36

Builder's Discount Centers Rocky Mount, N.C.

140,000,000

11

Mans Lumber & Millwork Trenton, Mich.

137,700,000

5

Jackson Lumber & Millwork Lawrence, Mass.

136,500,000

5

Russell Do it Centers Alexander City, Ala.

136,000,000

9

Avalon Carpet Tile & Flooring Cherry Hill, N.J.

132,500,000

17

Beisser Lumber Grimes, Iowa

132,000,000

3

Cassity Jones Lumber Longview, Texas

129,300,000

9

Your Building Centers Altoona, Pa.

129,100,000

17

Wheelwright Lumber Company Ogden, Utah

124,000,000

1

O.C. Cluss Lumber Uniontown, Pa.

120,000,000

4

Wilson Lumber Huntsville, Ala.

119,000,000

6

Yoder's Building Supply Fair Play, S.C.

118,300,000

1

Zuern Building Products Allenton, Wis.

118,000,000

7

Gleckler & Sons Building Supplies Jacksonville, Fla.

117,000,000

5

Truckee Tahoe Lumber Reno, Nev.

115,400,000

6

Builders Supply Co.* Omaha, Neb.

115,000,000

1

Talbert Building Supply Roxboro, N.C.

112,900,000

5

Florence Building Materials * Huntington, N.Y.

110,000,000

2

Viking Lumber* Belfast, Maine

110,000,000

9

Jaeger Lumber Union, N.J.

109,000,000

8

* Indicates data estimates THERE’S MORE! See the entire TOP 200 PRODEALER SCOREBOARD at HBSDealer.com.

20

September 2022 HARDWARE + BUILDING SUPPLY DEALER

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SCREWS AND NAILS SHINY PAILS INCREASED SALES That’s our ode to the brand new CAMO® Stainless Steel program full of 305 and 316 Stainless Steel Marine Grade fasteners that will simplify your inventory, stand out on the shelf, and help your customers tackle every project on their list. The line includes hand drive and collated screws for deck boards, trim, and more, and hand drive and collated nails for wood-to-wood connections and joist hangers.

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Decking Products

Decking demand: Big as the great outdoors

Fairbanks noted that the strong sales were fueled by consumer demand and distributors building up inventory in response to the needs of pros.

Decking has been thriving, especially after outdoor living areas gained more importance as an essential aspect of a home during the pandemic. Decks have become a greater space for entertaining or getting MANUFACTURERS RE ACT TO SUSTAINED AND away from it all in your own backyard.

SOLID DEMAND FOR OUTDOOR LIVING PRODUCTS “Homeowners are designing decks with AND BE T TER SPACES. By Andy Carlo multiple seasons in mind,” Steve Booz, vice president, Marketing & Product Managen May, Fiberon broke ground on what is expected to be a ment, Westlake Royal Building Products, 500,000-square-foot manufacturing facility situated on 130 acres told HBSDealer. “Decks are being built in Columbia, Tenn. with clean, simple lines that can offer a The new plant will manufacture polyethylene (PE) decking and connection to nature and convenience for composite cladding using the same sustainability meahomeowners transitioning from sures utilized in Fiberon’s existing plants. There will also indoor to outdoor spaces.” be an on-site recycling facility that will convert baled plasBooz also noted that while “Decks are being tic waste into pellets used in Fiberon products. decking design features built with clean, This new facility will also increase the availability of used to be reserved for Fiberon products for its channel partners, helping them simple lines that can luxury upgrades, creative meet increased demand for outdoor living products. flair is increasingly mainoffer a connection Fiberon’s move is just one in a series of steps taken by leadstream. Some options for to nature and ing decking manufacturers to keep up with the pace and deincorporating greater depth convenience for mand for an expanded and improved outdoor living experience. and style into a deck design At Trex, sales for its second quarter of 2022 jumped include mixing and matching homeowners 24% to $386 million as residential sales saw a 25% boards to create patterns, transitioning from increase for the period. And Trex sales for the first six inlays, and focal points. indoor to outdoor months of the year shot up 30% to $725 million.

Here’s a roundup of what’s “Trex executed effectively on our wood-to-composite new from decking and railing spaces.” market share conversion strategy during the second quarter as product manufacturers as the —Steve Booz, vice president, consumers continued to invest in enhancing their outdoor living significance of outdoor living Marketing & Product Management, experience,” said Brian Fairbanks, Trex president and CEO. continues to heat up.

Westlake Royal Building Products

I

Trex has expanded its premium Transcend decking line with the introduction of Trex Transcend Lineage. This new generation product heralds what’s next in outdoor living with refined aesthetics, trend-forward colors, and enhanced performance features, according to Trex. Transcend Lineage boards feature an elevated aesthetic with subtle, elegant graining that delivers an unmatched natural appearance.

Available in two new color options — Rainier, an airy mountain grey, and Biscayne, a light coastal brown — these new offerings expand the Transcend collection with nature-inspired tones and texturing that today’s homeowners are seeking. Adding to their appeal, Lineage boards are engineered with heat-mitigating technology in the shell to reflect the sun and keep boards cooler than other composite decking offerings of a similar color. Like all Trex decking, Lineage boards are made from recycled and reclaimed content and engineered with a proprietary, high-traffic formulation and ultra-durable integrated shell that resists stains, scratches and mold. They won’t rot, warp, crack or splinter like wood — and upkeep is hassle-free. No sanding, staining, or painting is ever needed, and spills wash off easily with just soap and water. Lineage boards are available in square and grooved profiles, measuring 1”x 6”. Squareedge boards come in 16’ and 20’ lengths. Grooved boards come in 12’, 16’ and 20’ lengths and accommodate the Trex Hideaway Hidden Fastening System, which allows for a smooth, unfettered finish free of nails and other visible fasteners. Trex.com

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ENGINEERED FASTENERS

NOT ALL FASTENERS ARE CREATED EQUAL

O fi

Get the full story at SPAX.us/setsthebar

Decking Products FastenMaster has expanded its Cortex hidden fastening line with seven new colors of pre-aligned, collated Cortex Plugs for the Trex Enhance decking system.

Packaged with FastenMaster’s exclusive Spotter Lid, the plugs are specifically designed for proper Trex Enhance board installation on joists and rim supports. The new offering rounds out FastenMaster’s line of Cortex Plugs for all Trex decking options. Time studies have demonstrated savings of up to 50% with pre-aligned and collated Cortex Plugs when compared with loose plug installation, helping installers save valuable time on the jobsite, FastenMaster said. Cortex Plugs are made from the same composite material as the deck to create a 100% perfect color and texture match and comes with a warranty for the life of the project. The new line of collated Cortex Plugs for the Trex Enhance system includes the most popular system colors including, Foggy Wharf, Toasted Sand, Coastal Bluff, Rocky Harbor, Beach Dune, Clamshell, and Saddle. Each package includes enough fasteners and plugs to install 100 LF of Trex Enhance — assuming two fasteners installed 16-inches on center – along with two setting tools. Weather-resistant plastic tubs are sealed with the Spotter Lid and provide easy job site material handling and storage. Fastenmaster.com

Feeney Inc. has released the next generation of its DesignRail LED Rail Lighting Kit. The updated lighting solution simplifies installation and delivers added versatility, while also offering a longer product warranty. Developed to install easily into DesignRail top or bottom rails without special tools, Feeney’s new DesignRail LED Rail Lighting Kit now accommodates a single, continuous 55-foot run and is field trimmable for optimal flexibility, with four-inch cut lines for convenient reference. The lighting system is certified by UL and maintains its certification, even when cut in the field. The durable 24V wet location strip lights attach to the railing surface using integrated high-performance, double-sided foam (VHB) tape for carefree installation. Waterproof crimp fittings provide protection from the elements while plug and play connectors facilitate quick linking of lights and components. Feeney’s energy-efficient LED rail lighting is rated for 50,000 hours, providing long-lasting, high-output lighting for both indoor and outdoor applications. The linear strip’s high lumen output creates distinctive railing lighting, and also provides efficient ambient light when installed with a compatible dimmer switch. A flexible, weatherproof housing resists moisture and dust, providing an extra layer of durability and safety in outdoor environments. In addition, Feeney has increased the product warranty for its LED Rail Lighting Kit to seven years for Light Strips and five years for Power Supplies. FeeneyInc.com

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September 2022 HARDWARE + BUILDING SUPPLY DEALER

Ridge Premium decking from Envision Outdoor Living Products is crafted using proprietary Compress Technology, in which a high-density cap and EverGrain Core are physically bonded together with tremendous heat and pressure to squeeze out air pockets and create the deep grain Envision decking is known for. Ridge Premium is available in three softly blended colors — Black Walnut, Gunstock (shown here), and Vintage Oak — in 12-, 16-, and 20-foot square-edge boards and 16and 20-foot grooved-edge boards. Envision’s A210 aluminum railing offers an elegant design, with a slim profile to preserve views and a two-piece top rail that’s ideal for in-rail LED lighting. It includes the superior protection of a low-maintenance powder coat finish and is engineered for design customization, increased durability, and easy installation. Six infill options, including the horizontal balusters shown here, allow pros and homeowners to create a truly custom style for the outdoor space. Envisionoutdoorliving.com

HBSDealer.com

Collated Cortex: Now available for Trex® Enhance!

Collated Cortex®, already available for the most popular composite decking boards, is now available for all Trex Enhance® board colors. This offers a beautiful finished look while speeding up installation and saving time.

FastenMaster's exclusive Spotter Installation Guide is specifically designed for fastener placement in the Trex® Enhance board, ensuring a proper connection into the legs of the board profile.

For more information visit FastenMaster.com NEW Spotter Installation Guide Designed for installation of Trex® Enhance board Compatible with all other Cortex offerings

FastenMaster.com

800·518·3569

FastenMaster® and Cortex® are trademarks of OMG Inc. Copyright © 2022 OMG, Inc. All rights reserved.

Trex ®, Enhance® , Select ®and Transcend ® are either federally registered trademarks or trademarks of Trex Company, Inc., Winchester, VA.

Decking Products MoistureShield Joist Tape is a protective adhesive designed to increase deck lifespans by protecting their substructures from the elements. The patented acrylic adhesive and woven cloth substrate forms a tight seal over joists and deck screws to prevent moisture infiltration, enhancing the longevity of any deck frame and adding up to 10 years to the life of wood and metal-framed decks, MoistureShield said. This new joist protection pairs with MoistureShield’s Solid Core manufacturing process for all of its composite deck boards, which fully encapsulate wood fibers for superior moisture resistance.

MoistureShield Joist Tape tears off the roll without tools, does not stick to itself, and can be repositioned without leaving any residue behind — proving its ease of use on any substrate. Ideal for installation in any climate, the tape can be applied between -20ºF to 200ºF (-29ºC and 93ºC). It is available in 2” x 65’, 4” x 65’, and 6” x 65’ sizes. MoistureShield Composite Decking includes styles and textures at accessible price points for any home, including Vision with DiamondDefense coating; new Meridian, with natural-look TruTexture surface; Elevate as an accessible upgrade from wood, and Vantage with the workability of wood. Additionally, Vision and Meridian have the option of unique CoolDeck Technology, which offers a more comfortable deck experience by reducing heat absorption up to 35% over other composites in similar colors. MoistureShield.com

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September 2022 HARDWARE + BUILDING SUPPLY DEALER

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CALI has introduced new 12-foot composite decking planks from the TruOrganics collection. Planks are made using recycled materials, with the core comprised of 60% reclaimed wood fiber and 40% high-density plastics. This formula yields a stronger, more eco-friendly material that is uniquely protected against moisture, insects, rot, and chemicals. In addition to the fortified composition, the TruOrganics collection is guarded by a four-sided wrap shield for better protection from stains, scratches, and the elements. This makes planks easier to clean and keep looking like new. A 3G core ensures higher tensile strength and resiliency while making planks more lightweight and easier to work with. TruOrganics decking is backed by a 25-year residential warranty.

It’s especially easy to enjoy a new deck when planks feature a modern, matte finish, hardwood grain texture, and natural color options made to complement any home exterior. Customers can order free samples to feel and test out at home. Each color has matching rail and post kits to complete the project, as well as fascia and solid square edge planks for trim and stairs. Calibamboo.com

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HARDWARE + BUILDING SUPPLY DEALER September 2022

27

Decking Products

Westlake Royal Building Products has debuted a new color of Zuri Premium Decking — Hickory. A true mid-tone brown, Hickory is the sixth color offering in the decking line, which already includes Chestnut, Walnut, Pecan, Brazilia, and Weathered Gray and available in both square and grooved boards along with fascia. RoyalBuildingProducts.com

Tropical Forest Products has launched the premium Black Label brand of curated, certified sustainable collection of tropical hardwoods graded to the highest quality.

The brand’s lumber portfolio consists of a selection of what it describes as the finest Ipe, Cumaru, Jatoba, Garapa, Angelim, Pedra, Kebony, ThermoWood, and Tigerwood in the world. Black Label lumber is carefully and 100% legally sourced from South America. The company maintains that the Black Label brand represents the pinnacle of hardwood for architectural millwork and decking. All Black Label products are certified sustainable by either the Forest Stewardship Council and Legal Lumber, which is Tropical Forest Products’ internal Due Care Chain of Custody environmental compliance program. Created to set stringent criteria for sustainability standards, Legal Lumber is designed to support global forest initiatives and promote environmental benefits. The lumber is ideal for a variety of applications including decking, cladding, deck tiles, soffits, and architectural millwork. TropicaForestProducts.com

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September 2022 HARDWARE + BUILDING SUPPLY DEALER

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Both Fiberon PVC decking lines — Paramount and Promenade — have been tested for use around fresh water, salt water, and chlorinated water environments without compromising the structural integrity or appearance of the boards. The PVC deck boards are suitable for use in installations that may be temporarily submerged in water, like dock and pool stairs. Plus, the boards won’t warp or swell when submerged in water, even after being cut. Fiberon Paramount PVC decking is now available in two color collections — the Hearth Collection features unique, multi-tonal hues, and the Mantel Collection includes traditional, solid color options. The Hearth and Mantel color collections feature options designed to blend in with natural surroundings and provide a serene, subtle aesthetic in any setting. New this year to the Paramount Mantel Collection is Clay, an on-trend shade of brown that provides a warm, versatile look. Fiberondecking.com

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29

Stain Products

DIYers step up to stain HOMEOWNERS ARE DISCOVERING PROTECTION, COLOR AND E ASE OF USE.

E

arlier this year, the home improvement web site Angi listed the most popular projects planned around the house by homeowners. Number one: Painting or wallpaper (34 percent) followed by updated décor (33 percent).

The close cousin of paint, and a category that might fit into both of the leading type of products — stain — is seeing popularity, as homeowners, who tested out their DIY skills during the pandemic, are advancing to more sophisticated brush-and-coating-related projects. And more sophisticated doesn’t necessarily mean more difficult.

“The stain category has done really well for us,” said Leigh Shaner, of Westlake Ace Hardware, the 150-plus-location hardware chain based in Lenexa, Kansas. “And here, you have endless possibilities.”

Cabinets and shelves are always popular projects. Beyond the norm, Shaner said his team at Westlake has seen a trend among customers to embrace projects that re-invent old furniture.

The type of stain products that have gained traction including those with the finish built-into the formula, he said. “You can buy it with a satin finish or a high-gloss finish, and it goes on so easy,” Shaner said.

Another type that helps DIYers is the gel stains. The thick pudding-like consistency of this type of stain works will with the spindly legs of chairs and other surfaces – “just put it on a cloth and wipe it in,” he said.

Here are some of the products and brands in the stain category that bring something to the table, or cabinet, or deck:

NOVA USA Wood Products NOVA USA has enhanced the color retention of its ExoShield Wood Stains by 30% as well as the formulations of its Walnut and Mahogany ExoShield colors based on the input of the company’s many business partners and customers.

These changes included reducing the red pigments in the Walnut stain to produce a richer medium-brown with some red undertones and the creation of a more natural-looking, subtler Mahogany color designed to increase the warmth of exterior hardwood and softwood decking, siding, and furniture applications.

NovaUSAWood.com

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September 2022 HARDWARE + BUILDING SUPPLY DEALER

Minwax Wood Finish Water-Based Solid Color Stain Promoted with the message: “More color.

Less grain,” this solid color stain provides a penetrating water-based coverage that is ideal for small projects, unfinished furniture, cabinets, doors and trim. The product is five-times thicker than previous versions for easier application. The stain tints to more than 200 colors from gentle yellow to dark walnut. Minwax.com

Old Masters Gel Stain This highly pigmented, oil-based stain – shown here being applied in a demonstration video — is designed to achieve intense colors on interior and exterior wood, fiberglass, primed metal, and composition surfaces. Its thick formula allows easy application and superior color control, necessary to achieve a rich and uniform color on most surfaces in a single application.

The product is especially recommended for woods such as pine, birch, maple, poplar, and cherry. Great for vertical surfaces, Gel Stain comes in 24 factory-mixed colors and can also be intermixed or tinted to achieve custom colors. Myoldmasters.com

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Become a Dealer at Sakrete.com/Dealer

SAVE THE DATE: HBSDealer’s Top Women in Hardware & Building Supply gala is slated for Nov. 8-9 in Chicago.

Top Women Profile Series AMY BASS MESSERSMITH, CHIEF PEOPLE OFFICER, BUILDERS FIRSTSOURCE

H

A voice for Allies and Advancement Amy Bass Messersmith will share more of her thoughts on the people side of business success during the upcoming Top Women in Hardware & Building Supply Awards event in Chicago Nov. 8-9. She will participate on the Allies and Advancement panel, a role for which she is well versed, given her background as a member of the Dallas Executive Women’s Roundtable and the Southern Methodist University Cox School of Business Graduate Program Mentorship Board.

Mentorship has been a popular buzzword, but Messersmith advocates turning up the volume to develop strong leaders.

“It’s more important than simply mentoring, it’s a matter of sponsoring, especially if we want to bring more women into the circle,” she said. “It’s sponsoring in ways that they actively endorse you for growth. It’s a powerful way to help advance careers and build leaders.”

er career path led through Pizza Hut, PepsiCo, the consulting business and health care, (among others).

Now, Amy Bass Messersmith finds herself in the building material distribution business, after joining Builders FirstSource in March of this year as Chief People Officer.

It didn’t take long for LBM to rise to the top of her favorite-industries list.

“I’m authentically blown away by how much heart, how much work ethic and commitment our people demonstrate every day in our plants and facilities and stores,” she told HBSDealer through a Zoom interview from her home in Dallas. “It’s really heartwarming. And it’s been a humbling experience.”

Charged with delivering best-in-class human resources capabilities for the company’s more than 28,000 team members, Messersmith was purposeful in choosing the word “people,” over “human resources” in her title.

Builders FirstSource National Employee Resource and “Wood and water are resources,” she said. “Coal and natural Leadership Development Group. gas are resources. But people are people. I think the words The purpose of the new venture is to provide a fomatter. And how I choose to do the job and serve the company rum for women in the company to make connections, will always be with a people-first perspective. as well as to invest in their development and nurture “And I really believe that he or she who keeps their people, wins their corporate ambitions. all the marbles,” she added.

“Anytime you’ve got 50% of the population that In the competition for high quality people, Messersmith joins is somehow not being fully invited to the party; well, the ranks of industry leaders who are looking at an historicalthat’s everybody’s problem,” she said. “I see Buildly neglected segment of the population as a source of LBM ers FirstSource as a premier leader in this industry. industry talent: women. And while it didn’t take long for her to And so we should bear some responsibility to help recognize the imbalance in the LBM workforce, she was also make a positive impact in the industry.” quick to identify positive signs from the field.

“What I’ve been seeing as I tour our sites are women working in our plants and our yards. We have many women who are running our precision saws and machinery. I think this is a great business for women,” she said. “And I’m discovering that many of the myths or "Wood and water stereotypes [about women in construcare resources. Coal tion roles] really can be overcome.” and natural gas are A high-priority myth to dispel is the one resources. But people that suggests building material operations is all muscle and brawn. “That’s just not are people.” true,” she said. “We have high-tech auto—Amy Bass Messersmith, mation, robotics, programmable machinChief People Officer, Builders FirstSource ery. Both men and women can enjoy great success and careers in this business.”

Laying out the career path for people to progress into leadership roles is an important part of winning the recruitment and retention battle, she said. And Builders FirstSource is “proactively leaning in” to that mission. One example is the August launch of the Women of

32

September 2022 HARDWARE + BUILDING SUPPLY DEALER

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THE FIRST STAIN

WORTHY OF THE YELLA TAG. Introducing YellaWood Protector® Semi-Transparent Stain and Clear Water Repellent.

It takes a whole lot to earn the right to wear the Yella Tag. Backed by fifty years of proven knowledge and quality, YellaWood Protector® products are specifically formulated by the makers of YellaWood® brand pressure treated pine. YellaWood Protector® products provide long-lasting, rich color and the superior protection savvy homeowners demand. All with a limited warranty against chipping, peeling, water damage, mold, mildew and color fade.

Since there are no long drying times or even in-store mixing or tinting required, you’ll love how easy it is to use.

Find your local dealer at yellawood.com/protector and finish like a pro.

yellawood.com/protector

YellaWood® brand pressure treated products are treated with preservatives (the “Preservatives”) and preservative methods, and technologies of unrelated third parties. For details regarding the Preservatives, methods, and technologies used by Great Southern Wood Preserving, Incorporated, see www.yellawood.com/preservative or write us at P.O. Box 610, Abbeville, AL 36310. Ask dealer for warranty details. For warranty or for important handling and other information concerning our products including the appropriate Safety Data Sheet (SDS), please visit us at www.yellawood.com/ warranties or write us at P.O. Box 610, Abbeville, AL 36310. YellaWood and the yellow tag are federally registered trademarks of Great Southern Wood Preserving, Incorporated. All other marks are trademarks of their respective owners and are used with their permission.

E-commerce

E-commerce retool at McGuckin Hardware COLOR ADO HARDWARE BR AND ESTABLISHES A CONSISTENT ST YLE ACROSS E-COMMERCE — AND ALL CHANNELS.

By Tim Burke

F

amily-owned McGuckin Hardware, in Boulder, Colorado, realized its business needed to hit the reset button on its e-commerce platform.

The well-known hardware brand needed an e-commerce product enhancement solution. They needed a maintenance solution. They needed to migrate their customer loyalty program and tie it to e-commerce. And they needed a more consistent image across all their channels.

McGuckin leaders realized the business needed outside help and turned to Orgill and its partners.

And that retail effort was discussed in a recent Orgill Distance Learning deep-dive webcast, which featured some of the major actors who rebuilt the McGuckin Hardware brand on e-commerce and across channels.

Tyler Musselwhite, marketing and design manager at McGuckin, talked about why they needed the retool: “We’ve had an e-commerce presence for about 20 years, but it wasn’t easy to maintain, it had limited features, and we had limitations getting our inventory represented on our e-commerce site.”

Recently, he said, they found that Orgill and Unilog, a B2B

McGuckin Hardware now has a seamless look across all of its channels including its e-commerce platform.

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September 2022 HARDWARE + BUILDING SUPPLY DEALER

e-commerce software company, were partnering on some digital tools that addressed their issues.

“The first thing we needed, was to have Tyndale do the design,” said Grant Morrow, program director of retail technology and e-commerce solutions at Orgill.

“The other part of it was to have McGuckin onboard with our FanBuilder rewards program,” said Morrow.

“We wanted to get the rewards program out of the lab and integrated in the hardware’s website.”

The “lab” he refers to is the pilot program for FanBuilder launched through select CNRG stores.

“In a hangout chat, Grant told me he had a new client for us,” laughed Mary Richardson, creative director at Tyndale Advisors.

“We were excited to work with the McGuckin team.

They had a great reputation in our circles,” she said.

“They were the ‘everything’ store.”

When first working with the McGuckin team, she noticed they didn’t have a style guide. “Before the website design, we looked at getting a style guide put together and also bringing their circular into that style.”

They also discussed with the hardware store best practices for data, and how customers use the site.

“Tyler and their team had a strong understanding of who they were and their brand in the community.”

The Orgill database program that houses product information – which includes photos, pricing, all content – and goes by the buzzword PIM, has grown significantly over the years, said Stephanie Lee, product data manager at Orgill “the industry PIM had about 99,000 and now has more than one million items.”

“McGuckin was one of those key accounts that really pushed us to scale,” said Lee, “their initial SKU submission had more items than were in the industry PIM.” The Orgill data team had to learn pretty quickly what features to master, she said, to service the independent hardware retailer.

The team made strides in data discovery, she called it, where McGuckin product items were matched to the enriched item in the industry PIM. Also, the team sought to, as Lee said, “nail down an efficient file submission process and track items through the process and report on the status of any item at any given time.”

Orgill grew along with McGuckin in this process. Now it’s an ongoing job of continuous improvement.

Customers today get a seamless, omnichannel experience at McGuckin Hardware. And that was a key to the project.

“The deeper we got into the e-commerce retool,” said Musselwhite, “the more we were cognizant that our messages must all line up.”

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Market Insights

Tractor Supply builds pet loyalty

T

ractor Supply Company is combining a rebrand and a refresh of its Petsense brand with an expansion of its Neighbor’s Club loyalty program.

The Petsense retail brand, which operated 178 locations in 23 states this summer, is becoming Petsense by Tractor Supply.

According to the giant farm and ranch retailer, the rebranding is designed to attract new pet owner customers to both Petsense and Tractor Supply stores. Under its namesake banner, the Brentwood, Tenn.-based retailer operates 2,016 stores in 49 states.

The retailer said the expansion of Neighbor’s Club benefits to Petsense by Tractor Supply, beginning on August 22, also allows customers access to a wider selection of brands and supplies such

The first Petsense by Tractor Supply, in Murfreesboro, Tenn.

as premium dog and cat food. Neighbor’s Club, has more than 26 million members, and Tractor Supply is adding new ways to earn services such as free

pet washes and grooming.

“Finding new ways to provide additional value through the expansion of Neighbor’s Club to pet parents at Petsense by Tractor Supply is a natural fit given the complementary nature of the brands," said Hal Lawton, president and CEO of Tractor Supply.

The Tractor Supply app also offers “My Pet” personalization, providing a digital shopping experience for pet customers like VetInsight, connecting pet parents with a veterinarian for guidance and recommendations, and Tractor Supply Rx, a feature that gives customers the ability to order pet medications through Tractor Supply.

Additionally, Petsense by Tractor Supply will receive new external signage and internal makeovers.

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Market Insights

MBSA meets with a purpose ANDERSON, INDIANA — The Midwest Building Suppliers Association’s 27th annual Sycamore Scramble brought together a respectable segment of the Indiana and Michigan LBM industry for a day of networking, friendship and golf.

The mid-August event benefited the Blair F. Collings Scholarship Program named in honor of the son of MBSA Charter President Joseph R. Collings. Blair was a senior in college when he died in 1998.

According to MBSA Executive VP and CEO Tim Murphy, the Sycamore Scramble is “a focal point of what we do in the summertime. It brings the dealers together, the wholesalers and manufacturers together, and brings everyone together to have a great time, and a little competition.”

38

The Sycamore Scramble raised funds for the Blair F. Collings Scholarship Program.

Equally important, he said, was the effort to support the scholarship program. Somewhere between $8,000 and $10,000 was raised during the day’s activities.

“This outing has really grown and

September 2022 HARDWARE + BUILDING SUPPLY DEALER

become a great hallmark for the MBSA,” said Murphy, who thanked sponsors as well as a sizeable contingent from Grand Rapids, Mich.-based Lumbermen’s Inc. for their contributions.

The MBSA was created in 2015 through the combination of the Indiana Lumber and Builders’ Supply Association (founded in 1884) and the Michigan Lumber and Building Material Dealers Association, (founded in 1888).

“It was a marriage made in heaven,” Murphy said, resulting in bigger and better programs and services.

Among the more recent services are additions to the MBSA Learning Management System, including estimating skills for foundations and framing; and a 401(K) solution, offered through Captrust.

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Industry Profile

COAST HARDWARE OWNER JIM DULCICH RE TIRES FROM HIS TOWN’S FIRE SERVICE AF TER FIVE DECADES.

H

e’s been putting out fires for 54 years as a Mariposa, California, town volunteer fireman. And now he’s retired.

So, he’ll just go back to handling his other job – owner of Coast Hardware, a Do it Best dealer, located in this town of 2,000, first settled in 1849 in the Gold Rush era, with Yosemite National Park in its backyard.

“My goal was to retire at age 70,” said Jim Dulcich recently in a phone call.

“Then I said I’d retire at age 80 – and finally did it. It was not hard to retire.”

Hardware customers and emergency services “customers” he’s helped over the decades, are often one in the same.

“There was a rescue we made down in a canyon, and we had to cut a lady out of a car,” he said. “It was near Briceburg toward Yosemite. She was coptered out. The pilot just happened to be flying there on another mission and lifted her out to safety.”

The woman is a regular customer at his hardware store and was at his recent retirement party. That’s just one example of how close the Mariposa community is.

The retired fireman must pause to help a hardware customer for a moment.

Coast Hardware started in 1984, he said.

“I took over from my parents who owned the building and had run it as a grocery store.”

So how did he juggle both jobs?

Jim Dulcich, retired fireman after 54 years, is the owner of Coast Hardware.

“More than once I dropped everything and went out on calls and left the store to my staff to run.”

Today people come into the store and recognize Jim for his dedication through the years. His daughter Heidi said he’s not the type of person who seeks the recognition. “They had to make him come to his retirement party.”

She added: “Customers come into the hardware store today and thank him all the time. It was our life. He was on call for 54 years.”

PHOTO BY JOANNA RANSOM PHOTOGRAPY ©2022

Answering the bell for 54 years

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September 2022 HARDWARE + BUILDING SUPPLY DEALER

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People In The News The Lumbermen’s Association of Texas (LAT) announced that Peyton Ritter has been elected as President of the LAT Board of Directors. In addition, Chris Rivers, Ritter President at Parker’s Building Supply and Cason Shrode, CEO at Cassity Jones Building Materials, have joined LAT’s Executive Committee as Second Vice President and Sergeant at Arms.

Steve Short has been promoted to senior vice president of Supply Chain for US LBM. He joined US LBM earlier this year as VP of operations and succeeds Senior VP Short of Supply Chain Pat Managan, who is retiring from the company. Short will lead US LBM’s building materials sourcing and procurement strategy.

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Kevin Lilly was appointed interim CEO at Jeld-Wen Holding, after the resignation of Gary Michel, who had been CEO since 2018. Lilly most recently served Lilly as the window and door manufacturer’s executive vice president and chief information officer.

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Channellock presented Karen Custard, an administrative assistant, with the company’s 18th Annual Falcon Award. The award recognizes one Custard Channellock, Inc. associate who consistently practices strong decision-making skills and efficient work habits to make the company a safer, more productive, and positive place to work.

Westminster, Mass.based Aubuchon Company added to its senior leadership by promoting Jillian Montmarquet to chief people officer and executive vice Montmarquet president; a newly created role. Montmarquet joins the Aubuchon Company from WMK, Inc., owners of MobilityWorks and Driverge Vehicle Innovations.

100

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The Home Depot Board of Directors has elected CEO and President Edward “Ted” Decker, a 22-year company veteran, as chair of the board, effective Decker Oct. 1. He will succeed Craig Menear, who will retire as chair effective Sept. 30.

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HARDWARE + BUILDING SUPPLY DEALER September 2022

41

Residential Construction/Sales

Monthly Retail Sales, not adjusted

13 months of housing starts and existing-home sales

home centers and pro dealers (NAICS 444) and hardware stores (NAICS 44413)

Total starts

NAICS 444

(in thousands, SAAR) July: 1,446,000 50

1800 1700

1500

3.90

47.9 44.9

40

(sales in $ billions)

4

50.1 46.3

1600

NAICS 44413

(sales in $ billions)

43.7

41.2

3.44

3

3.48

3.84

3.58

3.54

30

1400

2

1300

20

1200 1100

1

10

1000

0

900

J

A

S

O

N

D

J

F

M

A

M

J

MAY

J

SOURCE: COMMERCE DEPARTMENT

2021

Single-family starts

JUNE

0

JULY

APRIL 2021

2022

MAY

JUNE

2022

SOURCE: MONTHLY RETAIL TRADE REPORT FROM THE U.S. CENSUS BUREAU

(in thousands, SAAR) July: 916,000 1400

HBSDealer Stock Roundup

1300

the percent-change performance of stocks based on Aug. 24 prices

1200 1100

30

1000

BLDR

BECN

20

900 800

WY

10

600

J

A

S

O

N

D

J

F

M

A

M

J

ANNUAL CHANGE

700

J

SOURCE: COMMERCE DEPARTMENT

Existing-home sales (in millions, SAAR) July: 4,810,000 7 6.5

TSCO

0

HD

-10

DE LOW

DJI

SHW

-20 -30 -40

6

-50

5.5

SWK -60 -20 -15

5

-10

-5

0

5

10

15

20

4.5

MONTHLY CHANGE

4 3.5

BECN (BEACON); BLDR (BUILDERS FIRSTSOURCE); BMCH (BMC STOCK HOLDINGS); DE (DEERE & CO.);

J

A

S

O

N

D

J

F

M

A

M

J

J

HD (HOME DEPOT); LOW (LOWE’S); SHW (SHERWIN-WILLIAMS); SWK (STANLEY); TSCO (TRACTOR SUPPLY);

SOURCE: NATIONAL ASSOCIATION OF REALTORS

WY (WEYERHAEUSER); DJIA (DOW JONES INDUSTRIAL AVERAGE)

Consumer Watch Unemployment rate

Consumer confidence

Gas prices

for the entire United States

indexed to a value of 100 in 1985

average price per gallon (regular)

8.0

10.0

12.0

4.0

80

42

Current Prior month

120

Prior year

16.0

3.5%

18.0

July 0.0

$4.00 $3.00

14.0

6.0

2.0

100

20.0

60

95.7

$3.88

July

Aug. 24

September 2022 HARDWARE + BUILDING SUPPLY DEALER

140

$2.00

$5.00

SOURCES: LABOR DEPARTMENT, THE CONFERENCE BOARD, AAA

HBSDealer.com

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